Not Making Any Sales? Read This!
TOO OFTEN, WE BECOME SO FOCUSED ON THE 'WHAT' OF OUR PRODUCT/SERVICE THAT WE FORGET TO HIGHLIGHT THE MOST IMPORTANT PART - THE 'WHY'!
If someone is fatigued and feeling sluggish, they’re on the lookout for something they know will provide them with revitalized energy. If someone is embarrassed by their skin and just wants to feel beautiful again, they’re on the lookout for something they know will help them achieve gorgeous glowing skin.
Let's say you sell a cleanse or certain meal plan on your website. Go ahead and take a look at your sales page. Are you focusing too much on the easy to read layout, quick + easy recipes, gorgeous pics, etc.? Or, are you focusing on the actual RESULTS your clients can expect? - because let's be real, that's the whole reason they're investing in it.
Go ahead and take a look at your services page. Are you focusing too much on the 'customized meal plans', 'done for you shopping lists', 'symptom analysis', etc.? Or, are you highlighting how your clients will feel during + after working with you? You know, the "I can finally fit in my effing skinny jeans again" and the "I want to be naked all the time I feel so freakin' sexy" results.
For better clarity, it’s important to include the ‘what’ so your clients know what to expect in terms of working with you or what they’re purchasing, but the highlight should always be the expected + anticipated RESULTS because that’s the motivation behind their investment.
OK, VANESSA - I HEAR WHAT YOU'RE SAYIN',
BUUUUUT HOW DO I APPLY THAT ON MY OWN PAGE?!
If you're not quite sure where to start, ask yourself these questions:
- Why did you create this particular product or service in the first place? What specific symptoms or health struggles were you looking to solve? This is what you want to highlight - bonus points if you tie in your own personal story.
FYI - this has to go above and beyond just saying something like 'achieve health + balance' or 'live a healthy, happy life'. These terms are way too vague and won't end up attracting anyone.
- Does your ideal client actually want this product or service? Have you even asked them? When I created my nutrition programs, I surveyed my current audience. I knew I wanted to go in the direction of helping women get their 'sexy' back, but I wanted to add a visual description.
So, I went on social media and simply asked all the women I could, "What does sexy mean to you?". It turned out the winning answer was "to look in the mirror and be in love with my reflection". What did I highlight on my services page? "Look in the mirror and be in freakin' love with the woman you see". Sometimes we have to sell the client what they want, but give them what they need.
- Do you have testimonials? Do a client spotlight and highlight the benefits they received. Don't have any testimonials? Do a free mini-session on 3 or 4 women who fit the description of your ideal client in exchange for an honest testimonial (plus it's great practice). If you've had clients in the past but never received a testimonial, don't be shy in reaching out and asking them if they wouldn't mind providing you with one.
I hope I've helped shed some light on one reason your sales may be lacking. In my experience, it really comes down to knowing your ideal client + what she specifically wants from you. Not only that, but why she should invest in YOU and not Health Coach Nancy or Fat Blaster Sally. If you're still struggling in this area, why not hop on a 20 minute discovery call with me and we'll see what's really going on in your biz and how to finally get you those paying clients?
Keep on rockin' those big dreams of yours!